Product Manager, ETP - MH

Responsibilities

• Product Manager – Engineering Thermoplastics
• Summary The Product Manager (PM) role is responsible for maximizing volume and gross margin growth for the product group(s) in the portfolio, working in conjunction with suppliers and the M. Holland Commercial team. The PM will have responsibilities in five Critical Activities: Sales Team Enablement & Coaching, Proactive Commercial Strategy, Demand Generation & Product Pull Through, and Data-Driven Sales Accountability. The Product Manager will operate from a home office and be expected to travel regularly to deepen Supplier relationships and assist closing strategic pieces of business with our Sales team.
• Sales Team Enablement & Coaching ◦ Develop portfolio specific playbooks, in collaboration with Sales, to deliver actionable guidance on how to position products, handle objections, and differentiate our value added services while presenting competitive proposals. ◦ Create and share competitive insights and margin guidelines detailing selling strategies for all levels of tenure on the sales team. ◦ Develop and deliver a cadence of regular portfolio training exercises to train on the material family attributes, but also explain “how to sell it” using application examples important to meet Supplier growth goals. ◦ Through joint sales travel, and virtual consultation, the PM will optimize deal making capabilities by targeting new business development or re-engaging past application opportunities.
• Proactive Commercial Strategy ◦ Develop targeted portfolio campaigns geared towards identifying customers where we only have a fraction of the market share where we could address gaps in our purchasing behavior. ◦ Translate Commercial leaderships strategic vision into front-line selling initiatives and Supply Chain strategies. ◦ Leverage market expertise, including customer knowledge, to identify accounts where M. Holland has an underrepresented position within the portfolio. ◦ Define and monitor price trends in the market. Provide the sales team with pricing strategy guidance at customers who may have unique requirements related to price volatility, market segment specialization, and/or our investment in value-added services. ◦ Optimize the balance across product slates, sales volumes, sales prices, gross margin per pound and inventory to generate the best possible return on the company’s investment in the portfolio.
• Demand Generation & Product Pull Through ◦ Partner with Marketing and Commercial Support teams to generate lead campaigns targeted to customers / segments where M. Holland holds strategic cost and/or value-added service advantages. ◦ Differentiate M. Holland as the preferred Distribution channel for our Supplier partners by meeting supplier growth goals and developing deep and sustainable relationships. ◦ Utilizes subject matter expertise gained through supplier insights, centralized knowledge of market pricing, and supply / demand trends to empower Sales in gaining market share from competitors. ◦ Attend industry-sponsored trade shows and cultivate a robust network in relevant industry associations.
• Data-Driven Sales Accountability ◦ Develop portfolio dashboards detailing product level performance by Customer, Account Manager, and Region with the goal of identifying trends, highlighting wins, and understanding missed opportunities. ◦ Leverage dashboard data to create gap reports to guide sales in creating action plans to identify / quote new opportunities. ◦ Highlight and reward Performance Driven Behaviors by those in Sales who execute portfolio specific initiatives regardless of won / lost opportunities. ◦ Work with Supply Chain and Sales to effectively limit / reduce slow moving and obsolete inventory. ◦ Effectively use MHC’s CRM system to support Account Managers in developing a pipeline of prospects and new business development opportunities.
• ◦ Strong commercial deal making acumen at the Supplier and Customer levels. ◦ Passion to develop and coach early career sales professionals while also enhancing tenured sales professionals ability to retain existing business and grow new business. ◦ Ability to combine Commercial acumen and data-driven insights into actionable results. ◦ Sourcing, Account Management, Business Development, Market Development, and/or Purchasing Management experience; preferably within Distribution or Supplier organizations. ◦ Experienced working collaboratively in a matrixed organization. ◦ Willingness to travel extensively, including some international travel. ◦ Track record of identifying and presenting innovative and creative solutions. ◦ Preferred sourcing experience including, but not limited to, negotiating supply agreements, price guide development and maintenance, inventory management, delivered costing analysis, material requirements forecasting, market trend monitoring, management, and packaging strategies development. ◦ Ability to achieve goals by influencing and inspiring others by via highly developed sales and negotiation skills. ◦ High level of proficiency using Microsoft Office and CRM technology. ◦ Undergraduate degree preferred along with a career progression showing increasing responsibility. ◦ Seven plus years in the plastic resin industry preferred. ◦ Proven ability to interact / influence senior level management. ◦ Well-developed presentation and planning skills.

Languages